Job DescriptionThe Senior Business Development Manager plays a pivotal role in sculpting our commercial trajectory, focusing on the acquisition and expansion of commercial and industrial clients.Tasked with steering our growth strategy, this individual spearheads the introduction and implementation of sophisticated solar solutions, Battery Energy Storage Systems (BESS), and energy efficiency technologies.By expertly navigating the market landscape, they uncover and develop new business opportunities, translating complex sales leads into profitable, long-term investment partnerships.Their strategic acumen ensures not only revenue enhancement but also a sustained improvement in our profitability and market stature.In this capacity, the Senior Business Development Manager leverages a well-established network to engage potential clients through a variety of high-impact channels including cold calls, targeted responses to inbound inquiries, and high-profile presence at industry events and conferences.This role demands a proactive approach to fostering robust client relationships and driving negotiations to successful closures.Strategic planning is at the core of this position, requiring a deep understanding of market dynamics and competitive positioning.Collaborating closely with our Risk, Legal, Finance, and Technical teams, the manager ensures that our business operations are both strategic and compliant, enhancing our overall position and reputation within the industry.Target ObjectivesThese targets are designed to drive strategic alignment and operational excellence. To maintain agility and responsiveness to market conditions and business needs, these targets are subject to regular reviews and adjustments.Achieving weekly activity targets by making 10-15 strategic calls and scheduling 3-5 in-person meetings with potential clients to deepen relationships and advance sales discussions.Preparing and submitting complex commercial proposals each quarter, involving detailed technical, risk, and financial analysis, aimed at key tenders with potential revenues ideally amounting to $100 million USD per quarter.Conducting detailed market research monthly to identify key tenders and continuously updating our understanding of the market landscape.Identifying and addressing any gaps in company offerings to meet both explicit and implicit needs of large strategic customers, thereby crafting solutions that provide a competitive edge.Submitting a minimum of two well-researched tender bids per quarter, ensuring each proposal aligns with our strategic objectives and capabilities.Attain a minimum deal closure rate of 10%, successfully converting proposals into finalized agreements with clients.Consistently achieve annual targets by advancing the sales pipeline from initial engagement (20%) to deal closure (50%), where negotiations move into final stages involving legal and risk assessments.Effectively collaborate with internal teams, including Technical, Legal, and Risk departments, to ensure seamless progression and closure of deals.Key Result Areas and ResponsibilitiesProspectingCollaborate with the Country CEO and Group CEO to develop a strategic growth plan. This strategy should leverage collective insights to craft a tailored approach for a selected key industry. Implement the prospecting plan effectively, optimizing both time and marketing investment to elevate the company brand within the sector.Client NegotiationSchedule and conduct face-to-face meetings with potential clients, ensuring optimal use of technical resources and comprehensive site assessments to gauge the potential for solutions.Deal ClosingDemonstrate a strong capability to close deals by focusing on high-quality, viable opportunities rather than merely accumulating a superficial pipeline of leads.AdministrationAttend and contribute to weekly sales meetings, promoting a culture of continuous improvement and team collaboration.RequirementsA track record in closing complex deals.Demonstrated ability in managing complex sales processes that require a consultative sales approach.Must have a proven track record of negotiating and closing deals involving significant financial and risk management aspects, catering to both client needs and investor or banking requirements.At least 2 years of which has been held within the solar / Infrastructure / EPC or renewables industry.Experience working in a multinational, multi-segment environment with matrix reporting structures.Must have a keen awareness of cultural differences and the ability to navigate varying legal or regulatory environments effectively.Bachelor's degree in Business, Commercial, Economics or Marketing.Preferred: Bachelor's and Master's degree in Engineering and/or in Business Administration.Experience in Power Purchase Agreements.Core CompetenciesAble to work self-sufficiently without support from the CEO.Able to work with a high degree of autonomy.Speaks clearly and persuasively, establishes credibility and presents complex concepts in an easy to understand and memorable way.Demonstrates high attention to details (including correct grammar, orthography and punctuation) and communicates without mistakes or ambiguity.Sets realistic timescales for the overall completion of work streams, organizes own and others' time effectively, and consistently delivers results against timelines.Solves problems using creativity and strong, evidence-based analysis to identify options or outputs in own work area.Frequently demonstrates strong strategic thinking.
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